Simon Bernadino

he presence of branch networks in the banking and financial services arena is a value added operation the will increasingly come under pressure by other channels. Improving sales efficiency and employee effectiveness can make the difference in maintaining a successful branch network. The course will cover spectrum of tactical and transformational sales techniques. Key benefits include; measurable increase in sales performance, increased employee morale, improved customer loyalty and retention and enhanced productivity. It also helps in understanding, creating, communicating and delivering value and performance improvement.

WHO SHOULD ATTEND

This programme is designed for banks and insurance companies alike and will benefit branch managers, account officers, relationship managers, insurance brokers, area managers and all those involved in branch sales activities.

COURSE PROFILE

• The buying process

-          Maximizing sales through proven techniques

-          Sales Leadership

-          Cross Selling

• Customer Handling

-          Converting service to sales at the branch

-          Working with phone prospects

-          Following up with leads

-          Expanding business development panning

-          Enhancing customer service

-          Effective and influential negotiation skills and techniques

• Managing Challenging Situations

-          Communicating with internal and external customers

-          Relationship Building

-          Analysing and segmenting your market

-          Implementing effective planning techniques

-          Researching markets to identify targets

• Securing Meetings

-          Preparing and conducting productive meetings

-          Creating compelling proposals

-          Managing opportunities

-          Making credible presentations

-          Informing clients of the features and benefits of products and services

• Branch compliance

-          Effective supervisory techniques

-          Developing branch leadership

-          Preparing and creating branch personnel development plan

SKILLS ATTAINED

At the end of this programme delegates will be able to:

• Identify each of the steps in buying behaviour
• Understand the value of building and nurturing relationships
• Building the branch sales plan
• Identify customer decision making process
• Appreciate how segmentation can improve sales effectiveness
• Use creativity and innovation in managing customer questions and objection signals
• Develop and manage a calling plan